Senior Partner Account Manager –Global Systems Integrator Alliances
San Francisco, CA | New York City, NY
Posted 3d ago
About the job
Anthropic is seeking a Senior Partner Account Manager (PAM) to manage relationships with one to two of the world's largest global systems integrators. This role involves setting multi-year joint strategies with partner C-suites, negotiating strategic agreements, and building the go-to-market, solution co-development, delivery readiness, and enablement necessary to establish Claude as a major practice for the partner. Success will be measured by the growth and health of the joint business, including progress against a significant Claude practice plan, Anthropic ARR sourced through the partner, certified practitioners, co-developed solutions, and executive alignment.
Responsibilities
- Own and manage a multi-year joint business plan with each GSI, covering services bookings, Anthropic ARR, priority industries/geographies, investment, and headcount, reporting to executive leadership quarterly.
- Lead C-suite relationships with GSI Group CEOs, service-line CEOs, CTO/Chief AI Officers, and Chief Learning Officers, activating Anthropic executive sponsors and shaping the partner's public AI narrative.
- Negotiate and close multi-year strategic collaboration agreements, including consumption/resale commitments, co-investment, market development funds, co-marketing, IP terms, and internal Claude deployment.
- Collaborate with Anthropic Product, Applied AI, and GSI CTO offices to co-build and launch industry/horizontal offerings, agentic/Claude Code accelerators, and reference architectures with named customers.
- Design and implement a certification and delivery-readiness system for over 50,000 practitioners within the partner organization, ensuring they build capability rather than relying on Anthropic for capacity.
- Establish joint account planning and pursuit governance with Anthropic field leadership across regions, engaging in strategic pursuits and ensuring accurate deal attribution.
- Chair a joint steering committee with defined workstreams (GTM, solutions, delivery readiness, enablement, marketing) and clear ownership.
- Orchestrate a global virtual team of partner solutions architects, marketing, enablement, regional PAMs, and sales leaders, mentoring team members and advocating for necessary resourcing.
- Incorporate GSI feedback into Anthropic's partner strategy, program design, and product roadmap.
Requirements
- 15+ years in alliances, partner sales, or consulting leadership, with at least 8 years managing a top-tier GSI relationship at a hyperscaler or enterprise AI company, or the equivalent from a GSI perspective.
- Proven track record of building or scaling a partner practice to $500M–$1B+ with tens of thousands of trained practitioners, supported by joint business plans, governance, and metrics.
- Demonstrated C-suite presence, capable of setting agendas with GSI Group CEOs and service-line leaders, and conducting strategy and commercial negotiations concurrently.
- Experience negotiating and closing multi-year strategic collaboration agreements with nine-figure commitments.
- Fluency in GSI economics, including utilization, pyramid structures, offering margins, industry P&Ls, and funding/staffing models for new technology practices.
- Strong commercial orientation, prioritizing business driving over relationship management and comfortable pushing partners for investment.
- Global operating experience across North America, EMEA, and APAC, including experience with India-based delivery leadership.
- Low ego, high curiosity, and a collaborative approach that elevates those around you, prioritizing the mission over personal recognition.